Multi-Country Fixed Line Specialist Job at Hamilton Lloyd and Associates - Nigeria

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Job Title: Multi-Country Fixed Line Specialist

Employer: Hamilton Lloyd and Associates

Our client is the leading provider of pan-African corporate connectivity and telecommunications. With customers in 43 sub-Saharan markets, they offer business communications services to regional and multinational corporations operating across the continent, connecting over 1 200 of the continent's largest and leading corporations. Their Nigerian office seeks to fill the position of a Multi-Country Fixed Line Specialist, below is a detailed description of the role.

Department: Commercial

Location: Lagos, Nigeria

Reporting to: EHOD, Business Development in Nigeria

Role Summary: The candidate is primarily responsible to win new fixed business by identifying, developing and closing opportunities centered in the organisation' s multi-country fixed solutions in all territories in West Africa except Nigeria. The candidate is a level 4 position and will report to EHOD, Business Development in Nigeria.

Key Accountabilities:

• Plan and develop relationships (in conjunction with the National Account Manager/Global Account Manager) with customers to create opportunities and strategies to win business.

• Develop new and existing customer relationships, at all (senior) levels across numerous functions.

• Effectively balance focus and time between suspects and prospects for continued development into winnable opportunities.

• Lead planning and development of fixed sales strategies to acquire organisation accounts in cooperation with the GAM/NAM.

• Understand relevant High Level Value Propositions which can be developed to suit the customer's needs and derived from the company's portfolio.

• Identify winning strategies with the GAM/NAM to take advantage of fixed indivisible proposals.

• Analyses statistical data related to clients business and industry to identify market trends for global Fixed products and services, focusing on new business.

• Understand customer preferences, pricing, product, terms and conditions to ensure that their requirements are met; gather and analyze data regarding competitor pricing and products and ensure that company's products and services fit customer requirements.

• Provide timely and accurate revenue forecasting.

• Drive accelerated revenue growth by identifying potential markets for new and existing products and services in accounts by focusing on services with high revenue.

• Lead and take active participation in solution sales teams, working with appropriate colleagues to win complex new business.

• Ensure delivery of new revenue targets through delivery of UC and Fixed services.

• Understand the customer's decision making and buying process, building a strategy that considers political alignment and the goals of the stakeholders nationally and globally.

• Secure, manage and deepen the Company's customer relationship with the focus being to build company's credibility and explore ways to present solutions to meet customer needs.

• Work with local/global team to deliver tender responses including commercial, contracts, special coverage, technical architects, commercial development, project and service management.

• Work collaboratively with the local/global team on an account, across geographies and time zones, representing region's interest as part of multi country deals.

Job Knowledge:

• Knowledge in selling UC, Fixed, FMS and Managed Services

• Avaya

• Cisco including CSC

• Microsoft PBX solutions

• IP PBX Solutions

• Financial concepts

• IT&T environments

• Purchasing practices

• Corporate governance in complex organizations

Job Related Skills:

• Global/enterprise solution selling

• Relationship management

• Identifying of customer requirements

• Creative and innovative customer-centric solution development within an international context

• Team player

• Networking amongst industry leaders

• Ability to work and manage in an ambiguous and changing environment

• Proactive

• Self-motivated

• Ability to work independently

Behavioral Competency Requirements:

• Persuading and Influencing

• Presenting and Communicating Information

• Leading and Supervising

• Formulating Strategies and Concepts

• Creating and Innovating

• Analyzing

• Deciding and Initiating Action

• Writing and Reporting

• Delivering Results and Meeting Customer Expectations

• Relating and Networking

Qualification& Experience:

• Bachelor's degree; preferably in Engineering or Commercial discipline from a reputable university.

• Minimum of 10 years Commercial Management experience; inclusive of management in the ICT Industry (essential), with pricing principals, in a Telco, ISP, or related ICT services industry

• Bid/Tender exposure preferred.

• 5 years Leadership/Management/Supervisory experience essential.

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